Regional Channel Account Manager – Northeast (Remote)

Responsibilities

• Build and maintain strong relationships with key partners reselling KnowBe4 products across the Northeast region.
• Develop and execute a regional territory plan that prioritizes partners by opportunity, coverage, and growth potential.
• Engage with partner executives onsite to strengthen executive-level relationships, gain buy-in and commitment, and advance strategic initiatives.
• Conduct deep discovery to understand each partner's organizational structure, goals and objectives, and the motivators for partner reps.
• Develop and execute joint strategic business plans with priority partners, including agreed-upon sales, marketing, enablement, and certification goals.
• Deliver on-site sales trainings, enablement sessions, and floor days across the region to equip partner sellers with positioning, product knowledge, and selling best practices.
• Create and execute custom partner events (lunch-and-learns, executive briefings, joint customer events) that generate demand and deal registrations.
• Take an active leadership role in incentive, SPIFF, and rebate programs: partner with the Partner Programs team — who design and administer these programs — to champion them across the region, propose region-wide or partner-specific incentives, drive participation, and own the results and ROI.
• Drive deal registrations and partner-sourced pipeline; meet and exceed targets for partner-sourced pipeline and closed-won business.
• Drive alignment between regional KnowBe4 sales teams and their partner counterparts — from field sellers to sales leadership — to ensure consistent field-level engagement and relationship building within the region.
• Facilitate account mapping sessions between KnowBe4 regional sales teams and partner sellers to create measurable channel-sourced pipeline.
• Identify, recruit, and onboard new partners within the region as needed to support growth.
• Coordinate and collaborate on joint marketing efforts with the channel marketing team, tying activities to business goals and measurable ROI.
• Engage partner leadership and KnowBe4 leadership to gain executive buy-in and commitment, including quarterly business reviews (QBRs).
• Drive partners to the partner portal to utilize marketing campaigns and demand generation tools.
• Collaborate with and support direct sales and customer success teams where needed to manage the overall partner relationship.
• Maintain accurate and thorough records in Salesforce.com.
• Monitor partner performance and track key performance indicators (KPIs); provide regular updates including forecasts, competitive analysis, market trends, and territory opportunity.
• Meet assigned targets for monthly sales volume requirements and objectives in assigned partner accounts and maintain a healthy pipeline/accurate forecasting.
• Become a subject matter expert on one or more channel topics (e.g., deal registration, partner account planning, incentive platforms, partner program operations) and share best practices with the broader channel team.
• Have a good understanding of customer needs and pain points and positioning the KnowBe4 proposition to that accordingly.
• Influencing communications accompanied with the ability to make the complex understandable and gain a quick understanding of the needs and pain points of channel partners.
• Ability and willingness to travel 50% or more throughout the assigned region.

Qualifications

• Bachelor's Degree in a relevant field a plus.
• Familiarity with standard concepts, practices and procedures within the IT Security field.
• Minimum 3 years of sales experience, Channel Sales required.
• Experience managing a multi-partner territory or region strongly preferred.
• Must reside in or be willing to relocate to the Boston metro area.
• Must be able to demonstrate sales aptitude while being assertive, persistent, consultative, and comfortable working in a highly results-oriented company.
• Strong understanding of partner ecosystems and channel sales, including regional VARs and national partner branch structures.
• Experience driving partner results through incentive, SPIFF, and rebate programs.
• Strong territory planning and prioritization skills across a multi-partner portfolio.
• Excellent verbal and written communication.
• Excellent presentation and training delivery skills.
• Excellent time management and organization skills.
• Strong collaborative and teamwork skills.
• Strong analytical, strategic mindset, and negotiation skills.

Pay

The compensation for this position ranges from $150,000 - $200,000 including base, bonuses and commissions, which will vary depending on how well an applicant's skills and experience align with the job description listed above.

Schedule

This is our good-faith estimate of the date the application window is anticipated to close. KnowBe4 reviews applications on a rolling basis and reserves the right to close the application window early if a qualified candidate for the position is identified.